Channel Partner Agreement Task Force Talking Points August 27, 2010

Agenda Review Results of Last Meeting: Stakeholders Roles and Responsibilities Continue Discussion/Complete Matrix Purpose of Agreements Agenda for Face to Face Meeting Survey Status Update

Stakeholders Board of Directors Customers/Members (current and potential) ALL channel partners: Chapters Student Chapters (if handled differently) Education Providers (Instructors, Academic Institutions, etc.) Multi-site corporations (including Trans-nationals) Districts

Stakeholder Roles/Responsibility ApproveInformInput Board of Directors xxx Members (current and potential) x Customers (current and potential) x Chapters xxx Student Chapters (if handled differently) x Education Providers (Instructors, Academic Institutions, etc.) x Multi-site corporations (including Trans- nationals) x Districts xx

Purpose of Agreements Benefits to chapters Exclusivity Clearer understanding of resources available from APICS (to market or increase value of certification) Clearer understanding of APICS’ responsibility for marketing Guarantee of regular updates to courseware Clarity of roles between national and chapters (no efforts duplicated, no opportunities missed) Dispute resolution between chapters (where code of ethics issues arise) Security/protection of operation within chapter boundaries Level the playing field between chapters

Purpose of Agreements Benefits to chapters (continued) Less ‘re-inventing the wheel’ or creating in a vacuum Financial benefit (revenue or total cost) Improved test site management Accountability on both sides Consistent excellent customer experience Volume discounts (incentives for best customers) Clarified/consistent relationship between APICS, Chapters, and Instructors Chapters allowed to choose what to focus on (not necessarily membership, education AND certification) Clarify ramifications of tax status, etc.

Purpose of Agreements Benefits to APICS Financial (revenue and/or cost) Clarity of expectations on both sides (consistent and mutually beneficial) Consistent and excellent customer experience Consistency across chapters Chapters acting as channels for corporate marketing efforts (promoting events, programs, certification, etc.) Chapters able to focus on core competencies (with a clearer picture of where strengths and weaknesses lie)

Purpose of Agreements Benefits to APICS Consistent product delivery Ensure that all instructors are qualified (quality of the experience) Improved relationship Defined list of rewards and penalties (incentives and disincentives; corrective action/resolution plans) Create realistic expectations based a chapter’s capabilities (different strata based on services provided) A written agreement that spells out measures of performance Clear understanding between the parties of roles and responsibilities Protection of (consistent use of) APICS brand (address the current confusion of brand between national and local entities)

Agenda for Face to Face Meeting Saturday, September 25 APICS Headquarters 7:00 amBreakfast at the Renaissance Hotel 7:45 amTour of the headquarters office 8:00 – 8:15 amWelcome and Introductions – Tony Zampello Goals for the day – Tony 8:15 – 9:00 amReview stakeholder roles and responsibilities (as defined through conference calls) - Tony 9:00 – 10:30 amReview and discussion of survey results

Agenda for Face to Face Meeting (Continued) 10:30 am - 12:00 pmReview chapter profiles 12:00 – 12:45 pmLunch 12:45 – 2:00 pmReview IA/AEP Agreements 2:00 – 3:30 pmIdentify elements of agreements - Identify types and categories 3:30 – 4:00 pmNext steps

Survey Survey sent to the chapter presidents is scheduled for distribution on August 17; Responses will be due by end of day on August 31 (two full weeks allowed for responses) Reminder sent and deadline extended to end of day Thursday, September 2. Results compiled and analyzed for distribution to the task force members prior to their September face-to-face meeting.